Selling in a Dynamic Hospital Environment
Transcript of Selling in a Dynamic Hospital Environment
Selling in a Dynamic Hospital Environment
March 17, 2017
New Resource Available:Selling in a Hospital Environment
The eModule highlights important topics to successfully sell in a hospital environment such as:
• Factors influencing hospital selling• Typical hospital structure• Steps to maximize your selling success
Selling in a Dynamic Hospital Environment
Speaker Profile:
• CEO, Mount Sinai Care • Senior Vice President,
Chief Medical Officer for Population Health, Mount Sinai Health System
• Expert on accountable care and new payment models
Jeffrey Farber, MD, MBA, FACP, CPE
Selling in a Dynamic Hospital Environment
Speaker Profile:
• Assistant Vice President for Professional Services and Chief Pharmacy Officer, Martin Health System
• Former Regional Director of Pharmacy Operations at Carilion Clinic
• Experience in retail pharmacy ownership, home infusion, and pharmacy benefit management
L. David Harlow, III, PharmD
Selling in a Dynamic Hospital Environment
Speaker Profile:
• President and CEO, CMR Institute• 23 years of leadership in delivering innovative
learning solutions• Board member, Life Sciences Trainers and
Educators Network (LTEN)
Michelle O’Connor, MEd, CMR
Selling in a Dynamic Hospital Environment
Moderator Profile:
Laura Ramos Hegwer• 23 years writing about healthcare• Writes for Healthcare Financial
Management, Healthcare Executive, Healthcare Cost Containment, Journal of AHIMA, and other industry publications
• Former magazine editor covering sales and training in the life science industry
Question for the audience:
Selling in a Dynamic Hospital Environment
Why are you attending this webinar today?A. I am new to hospital sales.
B. I am experienced in hospital sales but wanted a refresher.
C. I am responsible for training hospital sales teams.
D. I am not in hospital sales or training—just interested.
How are hospitals changing their staffing, leadership, and departmental infrastructure to improve care and efficiency, and become more innovative?
Selling in a Dynamic Hospital Environment
Organizational Changes
• More employed physicians• More centralized decision-
making• Addition of population health
management (PHM) staff• Development of innovation
offices, venture capital funds
What are the sales implications?
Selling in a Dynamic Hospital Environment
Sales Implications
• MDs incentivized to use pathways• Fewer decision-makers• Need to position products for OP
care• Opportunity to partner on
innovation
What are the training implications?
Selling in a Dynamic Hospital Environment
• Need resources on improving access
• Training on selling evidence-based medicine
• Need to develop team’s business acumen
• Training for selling “above the doc”
Training Implications
Question for the audience:
Selling in a Dynamic Hospital Environment
How do most hospitals control their pharmacy costs?A. Using cost-accounting strategies
B. Designating preferred products on their formulary
C. Using pathways in the electronic health record (EHR)
D. Engaging in value-based contracting
E. All of the above
What tools/strategies are hospitals using to influence physician prescribing habits and manage pharmacy costs?
Selling in a Dynamic Hospital Environment
Pharmacy Costs
Cost-Accounting
Preferred Products on Formularies
EHR-based Pathways
Value-Based Contracts
Will any of these tools and strategies likely extend to affiliated physicians in outpatient settings?
Selling in a Dynamic Hospital Environment
Other Care Models (APMs,
etc.)
NextGenACOs
Employed Physician Groups
Hospitals/ IDNs
What can sales professional do to optimize their success in a hospital selling environment?
Selling in a Dynamic Hospital Environment
Be Competent
Profile the Hospital
Connect with the
Right People
Stay Focused on Value
Question for the audience:
Selling in a Dynamic Hospital Environment
What topic is your company focused on most when training your hospital sales team?A. Business acumen
B. Market knowledge
C. Selling skills
D. All are equally important
What can trainers do to optimize their team’s success in a hospital selling environment?
Selling in a Dynamic Hospital Environment
A High-Value Hospital Sales Professional…
Has Local Market
KnowledgeConveys ROI
Positions for Triple
Aim/PHM
Finds Mutual Goals
Holds Own in the C-Suite
Possesses Business Acumen
QUESTIONS?
Selling in a Dynamic Hospital Environment
Selling in a Dynamic Hospital EnvironmentThank you for attending the webinar
For more information, please contact CMR:844.790.3021